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Rating

8Overall

9
Applicability

7
Innovation

7
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Recommendation

Sales experts Mike Schultz and John E. Doerr explain how to help prospective customers appreciate your professional insight and see it as an asset that comes with your product or service. Their magic ingredient is “insight selling” – inspiring buyers with new ideas and improving their decision making. Schultz and Doerr provide clear instructions on how salespeople should work with prospects. The authors base their tactical information on extensive research, including interviews with more than 150 corporate buyers and data on “more than 700 B2B purchases.” They explain why salespeople must become important parts of their own value proposition and benefits. This handbook has a user-friendly format, with charts, graphs, lists, tips, chapter summaries and lots of white space that makes it easy to refer back to later. getAbstract recommends this useful standout to salespeople and sales managers.

In this summary, you will learn

Why “insight selling” works,

What “insight sellers” do differently,

How to use insight selling’s three primary components,

What six profiles define most buyers and

How to improve sales training.

About the Authors

Mike Schultz and John E. Doerr are co-presidents of RAIN Group, a sales training consultancy.

Summary

Sales: A New Ballgame Selling has changed. Buyers now view most products and services as interchangeable commodities. Yet they don’t make purchase decisions based on the lowest prices. Instead, they go with the salespeople who provide the most useful insights. That makes the difference...